The State of US SMB Virtualization Channel

The State of US SMB Virtualization Channel

Techaisle Reports are available for a fee but the Table of Contents is available for download and review below.

The IT channel has reached an inflection point. Faced with an expanded buyer community and requirements for specialized skills to support different solutions, the channel is beginning to segment by focus area. Although the different specialties are starting from a common point today, Techaisle expects to see each develop unique characteristics over the next several years.

This report focuses on the US SMB Virtualization & Converged Infrastructure Channel.

  • Executive Summary
  • Prologue
  • The business of the SMB channel
  • By the Numbers: The SMB channel
  • Time Allocations, and “the dog that didn’t bark”
  • Delivery models and target markets
  • Percentage revenue from Virtualization
  • The links between average sales cycle length and delivery model – and virtualization and converged infrastructure solutions positioning
  • Virtualization & Converged Infrastructure in the SMB channel
  • Comfort level with – and profitability of – cloud, mobility, managed services
  • Current and Planned types of Virtualization solution offerings
  • Biggest challenges
  • Sales messaging for SMBs
  • What vendors need to do to help offer Virtualization solutions
  • Virtualization in the context of IT and business imperatives
  • Summary observations
  • About Techaisle
  • he survey was conducted in the US with SMB Channel Partners. Each Channel Partner was screened for their focus on SMBs - deriving 50% or more revenue from selling to SMB customers. SMBs are defined as businesses with 1-999 employees.
  • A 23 minute questionnaire was administered to each respondent. Respondents were Senior Decision Makers within the Channel Partner Organization.
  • Channel partners covered in the study include MSPs (Managed Services Provider), VARs (Value Added Resellers), SPs (Service Providers), Consultants and SIs (Systems Integrators).
  • Report is delivered in Word/PDF format
  • This report is one in a series of four similar deliverables. The other three are focused on
    1. Cloud,
    2. Managed Services,
    3. Mobility

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